DESCRIPTION

The Field Sales Manager (FSM) is accountable for the profitable achievement of sales objectives at account level for Solid Fuels & Horticulture in the Island of Ireland. The FSM is responsible for a team of Business Development Executives (BDE's) across Ireland who each manage a number of accounts in a geographic territory. The FSM tracks, monitors and adjusts the performance of the BDE sales team to ensure KPIs are achieved and directs and supports the consistent application of initiatives at customer level.

The ideal candidate will be experienced in managing a Field Sales Team; be highly driven, passionate and motivated by the opportunity to grow sales and relentlessly target new opportunities.

Based from home; 1 day per week in Newbridge Head Office – rest of week in Field throughout Ireland with Field sales team

CORE DUTIES & RESPONSIBILITIES

·         Reporting to the Commercial Manager Fuels, the Field Sales Manager will coach, motivate and drive the Business Development Executive team across the country to deliver at account level

·         Ensure the BDE’s individual Sales Quotas, KPIs, debtor management, territory revenue and account margin objectives are met.

·         Be customer focused and ensure team engagement with customers to reduce competitive threat.

·         Through the BDE Team, relentlessly identify and close opportunities ensuring Sales Quotas at customer and territory level across the product range are hit.

·         Work closely with the commercial management team to develop sales execution strategies and initiatives and roll out to trade.

·         Develop the Field Sales team to deliver “Best Account Execution” focusing on improving Visibility, Availability, Merchandising, Presence and Pricing across the product range.

·         Ensure the BDE team are equipped with the tools necessary to be effective in implementing best practise and achievement of their objectives at account level.

·         Spend time in trade with the BDE team. Identifying areas for their professional growth, challenging them and supporting them in areas of need and coaching them to ensure delivery of their objectives to deliver a high performing team.

·         Working with the Commercial Manager, Key Ac Manager and Trade Marketing Manager, ensure activation and execution of agreements and business plans is implemented on time and in full across customers by the BDE team.

·         Manage and run effective communications to the team through conference calling and sales team meetings to ensure team alignment to activity and results.

CORE EXPERIENCE REQUIRED

·         Experience in managing field sales teams with a minimum of 4 years’ ideally in Fuels and Horticulture / and or FMCG Industry

·         Able to cultivate a culture of high achievement through empowerment and accountability

·         Strong commercial acumen and numeric capability, with proven negotiation skills

·         Good business reporting capability and optimisation of systems

·         Ability to analyse, interpret and manage sales data. Being able to unlock the information and turn it into strategy and action to grow sales through the team.

·         Strives for productivity, profitability and continued improvement and best practise amongst the sales team.

·         Effective communication and relationship building skills with an ability to work to deadlines and deliver to plan.

·         Highly Proficient IT and MS Office skills

·         A proven track record of achieving budgets and targets.

·         Proactively participate in the Performance Management process to ensure delivery of own, and the wider teams, objectives.